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SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers Jill Konrath Potfolio/Penguin Group (2010) Forward to the new “basics “ In her previous book, Selling to Big Companies, Jill Konrath introduced a number of core principles…
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Selling to Big Companies Jill Konrath Kaplan Publishing (2005) Actually, her advice applies to almost every sales situation Frankly, I began to read this book with some skepticism because I had already read dozens (hundreds?) of books about sales –…
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Previously, I posted excerpts from articles that comprise a series sponsored by Harvard Business Review. Now, all of the articles plus other material have been published both in a single volume and as a PDF. The complete collection is for…
Read MoreHere is an excerpt from an article written by John Baldoni for the Harvard Business Review blog. To read the complete article, check out the wealth of free resources, and sign up for a subscription to HBR email alerts, please…
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Wired and Dangerous: How Your Customers Have Changed and What to Do About It Chip R. Bell and John R. Patterson Berrett-Koehler Publishers (2011) A comprehensive road map for the new landscape of customer relationships After carefully identifying the “what”…
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Leading Outside the Lines: How to Mobilize the (in)Formal Organization, Energize Your Team, and Get Better Results Jon R. Katzenbach and Zia Khan Jossey-Bass/A Wiley Imprint (2010) Animal metaphors remain popular among authors of business books. Credit Jon Katzenbach and…
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Chesbrough is Adjunct Professor, Haas School of Business at the University of California, Berkeley, and Executive Director of its Center for Open Innovation. His landmark book Open Innovation: The New Imperative for Creating and Profiting from Technology (2003) articulated a new paradigm for industrial research and development. His more recent…
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In Leading Outside the Lines: How to Mobilize the Informal Organization, Energize Your Team, and Get Better Results published by Jossey-Bass (2010), Jon R. Katzenbach and Zia Khan discuss the business-as-war mindset, one that “implies a military hierarchy, where strategic…
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Chesbrough is Adjunct Professor, Haas School of Business at the University of California, Berkeley, and Executive Director of its Center for Open Innovation. His landmark book Open Innovation: The New Imperative for Creating and Profiting from Technology (2003) articulated…
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Exercise Good Meeting Hygiene
Here is another valuable Management Tip of the Day from Harvard Business Review. To sign up for a free subscription to any/all HBR newsletters, please click here. Meetings, meetings, and more meetings! Don’t contribute to the dread. Next time you…
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